Well, let’s see if hitting me in the pocketbook will motivate me to lose significant weight. I won’t get into specifics, but the upshot is that I have to complete a lot of activities this year to avoid paying a surcharge on my medical insurance premiums next year. (The activities tend to be things that … Read more
My old friend Jeff Rybak died suddenly on Sunday. He was 47 years old. He leaves behind Amy, his wife of 23 years, and their three children (Nick, 20; Erica, 17; and Ian, 9). You know what? Jeff leaves behind everyone who ever interacted with him. He was a special guy, with equal parts strength … Read more
One of the first things you learn in sales is that after your prospect has agreed to your terms, stop talking. (Or: after the close, shut up.) You can only hurt yourself if you keep running your mouth. You may put an objection in your customer’s head that hadn’t occurred to him. Nod, smile, and … Read more